Discovery call with Acme Corp
Overall Score
Solid start
Summary
Strong discovery call with good rapport building and effective questions. Automatic speaker separation detected 2 participants with 94.8% confidence. The rep uncovered a clear pain point around call visibility but missed opportunities to advance toward specific next steps. Talk ratio of 43% shows good listening balance.
Communication Signals
Process Checks
Best practices for this call type
Key moments
Click any moment to jump to that part of the transcript
Clear agenda set at start of call
“I wanted to walk through your current sales process and see where we might be able to help.”
Great follow-up question digging into specifics
“Can you tell me more about what specifically is challenging?”
Prospect mentioned approved budget but rep did not acknowledge or act on it
“We actually got budget approved last quarter for this kind of tool.”
Try: When you hear budget is approved, acknowledge it and ask about timeline: 'Great to hear! When are you looking to have something in place?'
Next steps were vague — no specific date or time committed
“Let me send over some information and we can touch base next week.”
Try: Try: 'Can we lock in Tuesday at 2pm to review the proposal together?'
Transcript preview
First minute of the call — Automatic speaker separation with color coding
Hi Sarah, thanks for taking the time to chat today. I wanted to walk through your current sales process and see where we might be able to help.
Thanks for reaching out. We've been looking at tools to help our team. Currently we're using spreadsheets and it's becoming a nightmare.
I hear that a lot. Can you tell me more about what specifically is challenging with the spreadsheet approach?
Well, the main issue is visibility. I have no idea what my reps are actually saying on calls. We had a deal fall through last month and I only found out it was because the rep never addressed a key objection about implementation timeline.
✨ Full transcript with color-coded speakers available after analysis
Call metrics
Powered by automatic speaker identification
Risks & Gaps
- Decision-making process not explored — unclear who else needs to approve
- Budget mentioned but not quantified or timeline not established
- No specific next step committed — follow-up is vague
- Competition not discussed — unknown if evaluating alternatives
Top Strengths
- Strong opening that established clear purpose for the call
- Effective discovery questions that uncovered the real pain point (lack of call visibility)
- Good rapport building and active listening throughout
Areas for Improvement
Pain point uncovered but not quantified
Recommendation: When the prospect mentions a problem, ask about the business impact: how much time/money is it costing?
Try saying: “That sounds frustrating. Can you help me understand the impact — how many deals might be affected by this lack of visibility?”
“We had a deal fall through last month”
Missed buying signal when budget was mentioned
Recommendation: When you hear budget is approved, immediately pivot to timeline and next steps
Try saying: “That's great to hear! When are you looking to have a solution in place?”
“We actually got budget approved last quarter”
Vague next steps at call close
Recommendation: Always secure a specific date and time for the next meeting, not a vague 'next week'
Try saying: “Can we lock in Tuesday at 2pm to review the proposal together?”
“we can touch base next week”
For your next call...
On your next call, when you hear a buying signal like budget approval, pause and ask about timeline immediately — you missed an opportunity here when Sarah mentioned approved budget. End every call with a specific calendar invite, not a vague follow-up.
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